Several months ago, I was coaching Kim, a successful Strategic Account Executive. Kim started the coaching session with a deep exhale, saying, "I'm certain I will lose yet another unsolicited RFP this week. We will…
Vince CoricaApril 17, 2024
In the sales world, where capturing attention, mastering communication, and building genuine connections are the name of the game, we can often find inspiration in the most unexpected places. If you have ever marveled at…
Ray BakerOctober 16, 2023
The principles in this article reflect the real-life story of how a large business unit in a $4b global financial services firm retained and grew 100% of their strategic accounts by expertly executing these four…
Vince CoricaAugust 7, 2023
Can you remember the last presentation you sat through? If you can, then what can you remember about the presentation? What were the key messages? What did you learn? Was it compelling, or did you…
Ian RamsbottomJuly 17, 2023
Hundreds of books and articles have dealt with overcoming sales objections – typically implying that sales objections must be countered or corrected. This implies you, as the sales professional, can change someone’s mind if the…
Kevin DoddrellJune 13, 2023
The multitude of changes that COVID-19 has created within the sales profession has been well documented. Remote work has erased the benefit of tenure and outside experience to a degree, making interactions stale, boring, and…
Bill WallaceApril 18, 2023
The first call, whether face-to-face or virtual, with ANY new contact, regardless of where you are in the sales cycle, is the most important because it determines if there will be a second. I coached…
Lon CunninghisApril 11, 2023
We, as salespeople, are prone to look at the bright side of everything we hear. By nature, we want to accept everything said to us. We are positive people. My deal is awesome! My client…
Kevin DoddrellMarch 14, 2023
Growing up as a first-generation individual, I was exposed to language and culture differently than my schoolmates and neighbors. In my home, we spoke Spanish and English. I needed to figure out how not to…
Ilsa Mendoza-JacksonFebruary 14, 2023
This will age me! When email first arrived on the scene, I was a front-line sales leader, leading a team of about 15 sellers in the IT Industry. The instruction came from above that all…
Kevin DoddrellSeptember 6, 2022
There is a major issue within Sales and Marketing that, if corrected, will pay immediate dividends. Too many of our salespeople are working too low in their client’s organization. They are limiting their upward mobility…
Bill WallaceSeptember 17, 2019
Why Executive Communication Fails 2.2 hours a day. That’s the average time people spend on social media each day. As if executives aren’t busy enough with all their responsibilities, this adds to their jam-packed days…
Bill WallaceSeptember 10, 2019
If you have participated in traditional sales training and learned how to create and deliver a compelling value proposition, you are probably doing it wrong! The old school training strongly reinforces the need to create…
Bill WallaceMay 15, 2019
To deliver a powerful message to an executive in order to move them to take further actions (the key purpose of a sales call), we need to clearly understand the context of the situation we…
Kevin DoddrellMarch 11, 2019
Presenting an idea or a proposal to an executive is never easy, but its difficulty is compounded by the lack of financial justification. The term value proposition can easily be replaced with business case. Every…
Bill WallaceNovember 29, 2018
There are three secrets to selling that can immediately affect your performance if you embrace them, study them, and apply them. The secrets to selling are: Understand the political environment Be human and explore emotions…
Bill WallaceApril 25, 2018
